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Item Information       Table of Contents     More Content     More by this author     Malhotra, Deepak, 1975-     Subjects     Negotiation in business.     Negotiation.     Miscommunication.     Interpersonal communication -- Moral and ethical aspects.     Conflict management.     Browse Catalog     by author:      Malhotra, Deepak, 1975-       by title:      Negotiation genius :...       by call number:      658.4052 M249ne     Search the Web     Malhotra, Deepak, 1975-     Negotiation in business.     Negotiation.     Miscommunication.     Interpersonal communication -- Moral and ethical aspects.     Conflict management.       MARC Display

Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra, Max H. Bazerman. by Malhotra, Deepak, 1975- Bantam Books, 2008, c2007. Call #: 658.4052 M249ne Subjects Negotiation in business.   Negotiation.   Miscommunication.   Interpersonal communication -- Moral and ethical aspects.   Conflict management. ISBN:  9780553384116 (pbk.) Edition:  Bantam trade paperback ed. Description:  343 p. ; 24 cm. Bibliography:  Includes bibliographical references and index. Contents:  Introduction: becoming a negotiation genius. The negotiator's toolkit. Claiming value in negotiation; Creating value in negotiation; Investigative negotiation -- The psychology of negotiation. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world -- Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; The path to genius -- Glossary. Other authors:  Bazerman, Max H. Holds:  0   Copy/Holding information No Item Information

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